Quick Tips to Refine Your Sales Team
No matter what types of products a business makes or services it provides, without a sales team, there is no business at all. The performance of your sales team is what drives the rest of the business, keeps production staff in a job and keeps the business rolling onward. Some types of businesses are a little more forgiving if sales take a dip, but for the most part sales must remain strong for the business to succeed.
Here are a few tips to refine your sales team so they’re always functioning at a high level.
Clearly Define Your Goals
This one seems like a given, but you’d be surprised at how many organizations don’t have clearly defined goals for the sales team. By setting out very clear and concise short-term and long-term goals, you’ll give each member of the team a gauge, so they will always know if they are on track. Clear goals also remove doubt, boost confidence and help shape the way that each team member approaches prospective clients and organizes sales presentations.
It’s also a good idea to schedule regular updates and reviews, just to make sure everyone is moving in the right direction.
Sometimes, to really fine-tune your sales team it’s a good idea to implement some one-on-one coaching for each member. By going one-on-one, you can often find out useful pieces of information that you wouldn’t discover as part of a group setting. You may find out what each member finds difficult about the job, what tools they feel might help them perform better, or ways they can manage their time more effectively.
The manager of the sales team can take the role of one-on-one coach, or an outside party who specializes in this type of coaching can come in and do it. In some cases, it may be beneficial to pair up lower performing or new sales reps with successful or more experienced ones. It’s important to go beyond just the numbers with coaching, so any underlying issues are cleared up and the path is cleared for success.
Create a Team Mentality
Just like any successful sports team, a successful sales team must have that special team mentality. It’s important to eliminate any kind of competition between sales team members and encourage them to help one another meet goals. It’s not uncommon to see members of the same sales team competing against one another for leads and sales, which only opens the door for your real competition to take some of your business.
Schedule outings and special events for the sales team away from the office to create bonds and strengthen that team mentality.
Know Thy Team Members
Even though the sales team is a team and a high-functioning unit, it’s still important for a manager to know each member personally, and understand that each member is different. This is vitally important when it comes to motivation, because what motivates one team member might make another one want to go home and never come back. When you take the time to figure out exactly what makes each member tick, not only will they appreciate it and feel like their company really cares, but they will perform at a higher level.
Lead By Example
Some leaders are loud, in-your-face types and some are relatively quiet, but all must lead by example if they want their team members to take notice and take them seriously.
Basically, the old adage of treat others how you want to be treated applies to your sales team. Treat them with respect and you will be respected. If you want everyone to show up 10 minutes early, you’d better be 10 minutes early, too. Show them the way, so they can follow your lead and take the sales team to new heights.